B2B Prospecting for Your Target Audience

Data-Driven Buying Personas

Far too many companies want to be everything to everyone. The hard truth of it is that there is no such thing.

Every business has a core set of ideal customers with whom they work best. The key to success is, at first, to identify the characteristics that make up these key buying personas. Next, focus marketing and sales’ efforts on producing a message that speaks to people with similar traits.

These buying personas are and should be driven by the data you collect. Macro will provide one-on-one consultation to craft these buying personas using the segmented data found in your marketing automation solution, and set up the profiles and lists accordingly within your software.

Know who your customers are and how to pursue them. Planning your customer-focused marketing campaigns is the most critical phase for your successful marketing strategy rollout. This will answer all your important questions:

• Who are your customers?
• Which pain points they need help with?
• Why do they buy from you?
• Where are your customers gathering?
• How do you meet them in the market place?
• When should you engage with them?
• What campaigns should attract them? Which channels should you use? What content do they need?

Your marketing technologies already have a lot of your customer data; you just need to unlock it. Many companies simply collect data with no thought as to how to best utilize this in their sales process, or have mistaken ideas about which information is most valuable to their business.